The Art of Selling Intangibles by L Gross

The Art of Selling Intangibles by L Gross

'It's an invaluable resource for financial advisors, consultants, stockbrokers, and insurance agents alike.-- Keith Clark, DWC ConsultantsFinancial professionals often cringe at the thought of being in the business of 'selling. But selling is a key aspect of any financial professional's routine. Whether you're an advisor persuading a prospective client to hire you, a broker touting stocks, or an agent nudging a client toward an insurance policy or annuity - you're selling: The concept, the ideas -even yourself Your 'product is elusive - or intangible - making the challenges you face 'selling even more complex.Now, turn to a cherished industry classic - The NEW Art of Selling Intangibles - for a full program of sales techniques specifically designed for financial professionals in their quest to: find clients, close clients, retain clients - and convince clients to make the right financial choices.This groundbreaking book was the first to integrate investment strategies with selling strategies exclusively targeted to financial professionals. Now - it's thoroughly updated, revised, and reworked to meet the needs of today's time-pressed professionals. Expanding on key issues, while weaving in new areas of concern - Korn presents a comprehensive program for winning.Learn to master every method needed to perfect your 'selling skills - even if selling does not come naturally to you. You'll find.- 4 ways to get past 'No- 11 top resources for finding prospects- 3 magic words to increase your sales power & income - instantly- Selling phrases - for everything from stocks, index funds & annuities to 529 plans- Closing techniques - and scripts - for every situation- How to heat up 'Cold Calls and warm up prospects.Plus - methods for developing proper asset allocation strategies - and convincing clients to embrace them. Yes, there still is an 'art to selling intangibles. Now - master the art yourself - with the proven methods featured in this new work.

The late LEROY GROSS was vice president and options specialist at PaineWebber and the founder of the National Options Sales Department of the Reynolds Company. His other books include The Art of Selling Intangibles, Phone Power, and Selling Investment Products. He also appeared in two videos, Mining the Cold Call Gold and How to Be a Top Producer.

SKU	Unavailable
ISBN 13	9780130487773
ISBN 10	0130487775
Title	The Art of Selling Intangibles
Author	L Gross
Condition	Unavailable
Publisher	Prentice Hall
Year published	1985-07-01
Number of pages	302
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.